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Salesforce.com for Sales Representatives Course Outline

 (1 day)

Building strong relationships with your customers is the key to sales success. Salesforce® is a powerful tool that enables you to manage your customer relationships more effectively and efficiently resulting in greater sales to new and existing customers. This course will give you the knowledge and skills you need to use Salesforce in the real world—ultimately enabling you to meet and exceed your sales targets.

Course Objectives
In this course, you will use Salesforce CRM to increase your sales.
You will:
• Get started with the Salesforce environment.
• Optimize lead flow.
• Manage ongoing sales processes.
• Manage the opportunity pipeline.
• Streamline the sales process with reports and dashboards.

Target Student
Students taking this course are sales representatives who are managing their sales territories, with the goal of converting sales leads into sales opportunities and sales opportunities into closed sales. Students may be selling products or services. Students may or may not be familiar with other customer relationship management (CRM) systems and may be new to Salesforce CRM™.

To ensure your success in this course, you should have a basic understanding of sales processes and techniques. You should also have basic end-user skills with computers and the Internet, and some experience with using cloud-based applications.

Course Content

Lesson 1: Getting Started with Salesforce
Topic A: Set Up Salesforce Developer Edition
Topic B: Orientation to the Salesforce Interface
Topic C: The Sales Process

Lesson 2: Optimizing Lead Flow
Topic A: Identify Lead Sources
Topic B: View Existing Leads
Topic C: Manage Leads
Topic D: Perform Common Lead Activities

Lesson 3: Managing Ongoing Sales Processes
Topic A: Convert Leads
Topic B: Manage Accounts
Topic C: Manage Contacts

Lesson 4: Managing the Opportunity Pipeline
Topic A: Manage Opportunities
Topic B: Perform Common Opportunity Activities
Topic C: Close Opportunities

Lesson 5: Streamlining Your Sales Process with Reports and Dashboards
Topic A: View Reports
Topic B: View Dashboards

Appendix A: Extending Salesforce with AppExchange

Appendix B: Integrating Salesforce with Microsoft Office and Google Apps
View outline in Word


Attend hands-on, instructor-led Salesforce.com for Sales Representatives training classes at ONLC's more than 300 locations. Not near one of our locations? Attend these same live classes from your home/office PC via our Remote Classroom Instruction (RCI) technology.

For additional training options, check out our list of Salesforce Courses and select the one that's right for you.

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Attend from your office or home

If you have high-speed internet and two computers you can likely take this class from your office or home.

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